Post by judyb on Oct 3, 2004 17:30:28 GMT -5
For the past twenty years, I have spent every working day helping people to invest money into
investment vehicles that many of them have never heard of prior to meeting me. Therefore,
much of my job consists of explaining, teaching, re-explaining, re-educating and explaining
AGAIN.
By the time I finish, my clients have a pretty good laymans' understanding of what is going to
happen to their money. However, I have learned by long and repeated experience that as soon
as I am out of sight, those same clients will forget most of what I taught them and will mix up the
rest.
So, before I leave a client I do three things.
FIRST, I make sure that they understand what I've said.
SECOND, I make sure that THEY KNOW they understand what I've said.
LASTLY, before I leave, I tell them, "Right now you understand my presentation, don't you? As I
walk out this door, in fact before I get back to my office, you are going to forget much of what
I've spent all this time explaining. So when that happens, I want you to tell yourself this...'The
investment made sense to me once.'"
That focuses their attention on the fact that they understand and agree with the principles
behind their investment chioice. So, even when they forget the specifics, they are comforted by
the fact that they made the right decision when it was clear in their minds.
I told you that (too long story) to tell you this:
When you get to a point where you've forgotten why you quit, your resolve may be running low,
you might be hearing the nicodemon whisper that it's easier to just pick up a cigaret, just tell
yourself, "This quit made abvery *friendly* persone, perfect, good sense to me when I was thinking
straight so it MUST be the right thing to do."
Just for that moment, don't worry about WHAT the reasons are, just believe in your heart that
there was a time once, when you were thinking clearly, that the reasons for your quit were
absolutely correct, so the quit MUST be the right thing to do.
just4u - Vince
investment vehicles that many of them have never heard of prior to meeting me. Therefore,
much of my job consists of explaining, teaching, re-explaining, re-educating and explaining
AGAIN.
By the time I finish, my clients have a pretty good laymans' understanding of what is going to
happen to their money. However, I have learned by long and repeated experience that as soon
as I am out of sight, those same clients will forget most of what I taught them and will mix up the
rest.
So, before I leave a client I do three things.
FIRST, I make sure that they understand what I've said.
SECOND, I make sure that THEY KNOW they understand what I've said.
LASTLY, before I leave, I tell them, "Right now you understand my presentation, don't you? As I
walk out this door, in fact before I get back to my office, you are going to forget much of what
I've spent all this time explaining. So when that happens, I want you to tell yourself this...'The
investment made sense to me once.'"
That focuses their attention on the fact that they understand and agree with the principles
behind their investment chioice. So, even when they forget the specifics, they are comforted by
the fact that they made the right decision when it was clear in their minds.
I told you that (too long story) to tell you this:
When you get to a point where you've forgotten why you quit, your resolve may be running low,
you might be hearing the nicodemon whisper that it's easier to just pick up a cigaret, just tell
yourself, "This quit made abvery *friendly* persone, perfect, good sense to me when I was thinking
straight so it MUST be the right thing to do."
Just for that moment, don't worry about WHAT the reasons are, just believe in your heart that
there was a time once, when you were thinking clearly, that the reasons for your quit were
absolutely correct, so the quit MUST be the right thing to do.
just4u - Vince